1. Table of Contents
What is AXIS? ..................................................................................................................................................
AXIS Homepage & Basic Navigation................................................................................................................
Recently Viewed .............................................................................................................................................
Calendar Tab & Activity Management............................................................................................................
Leads Management.........................................................................................................................................
Contact Tab & Contact Records......................................................................................................................
Opportunity Management..............................................................................................................................
What is a sales funnel? ...............................................................................................................................
Expectations for All Sales Reps and District Leaders ..............................................................................
Creating a New Opportunity...........................................................................................................................
Definition of Opportunity Fields .....................................................................................................................
Closed Business Tracking ................................................................................................................................
How to add Team Members to a Closed Business Tracking Opportunity ......................................................
Sales Reporting ...............................................................................................................................................
Territory Management....................................................................................................................................
Facilities Tab
FAQ..................................................................................................................................................................

2. AXIS Sales System
What is AXIS?
AXIS is a CRM (Customer Relationship Management) tool that allows users to view sales reports,
manage opportunities, receive incoming leads, create activities and view territory information
such as: facility, surgeon contact information, and order detail.
AXIS Homepage & Basic
Navigation
The AXIS homepage has many
features. You can view pending
sales, daily sales flash and a
performance to quota reports.
Other features include quick search, create options, recently
viewed, and favorites.
Logging into AXIS:
Go to: www.axis.wmt.com
Use your network credentials which are
the same as your WMT email.
*If you worked for Tornier, in the User
name field first type in “Tornier” then
follow with your user name. If someone
has the same user name as you in
another country, type in “US” in the
user name field followed by your user
name.
John Doe

3. Navigation
The icons at the top of the
page are located throughout
the system at all times; clicking
on these icons allows you to
quickly navigate through AXIS.
Search
The search feature on the left hand side of each page allows users to
search for records within AXIS such as: surgeons (contacts), facilities, and
orders by selecting the item from the drop down menu. The search is
setup as a “begins with” search. For example, to search for John Smith,
the user would type in the first few letters of his first and last name into the
appropriate fields. The search option is set on “Contacts” by default, but
to look for other records simply click on the drop down menu.
Create
Quickly create a new appointment, contact, opportunity, or
task by clicking on the option of your choice. Typically, this will
open up a new window to allow the user to create and save.
Once completed correctly the window will be removed.
Recently Viewed
You can find contacts, facilities, etc. that you have recently looked at without searching
for them again by looking under the ”Recently Viewed” section.
Favorites Records and Lists
You can easily access records and lists that you view often by adding them to your favorites. To
add a favorite the user will need to be in the specific record. Then, click on the star that is
located at the top of the record details. The record will now be shown in your “Favorite
Records”.
Quick Tip:
Be aware that the some search
fields are case sensitive.
Anytime you see a looking
glass click on it to search for a
name, facility, etc. for a more
accurate search.
Click on “Show Full List” to
expand your list of favorite
records.

4. Calendar Tab & Activity Management
The calendar tab can be used for scheduling appointments and events such as meetings,
demonstrations, Med Events, etc.
Creating a New
Appointment or
Task
Go to the calendar tab
and click on “New” (see
photo above). Then fill
out the information that
is needed for the
appointment. Select the
“type” of appointment
by using the drop down menu. Name the appointment in the subject field. If you would like, you
can type in the location of the appointment. Use the calendar beside the “Start” and “End”
time to select the time of the appointment. In the “Related Items” section, use the looking glass
to select the facility, primary contact, opportunity, and owner for the appointment.
Creating a task is done in a similar way. Click on “New” beside “Open Tasks”. Then fill out the
information that is needed for the task as you would an appointment. If you are creating a
“Medical Education” type task, there will be an additional field
called “Proctored Type” added to the needed information. Also,
“Management Rhythm” tasks are only to be created by DSLs.
To create a new task click here.
To create a new appointment click
here.
Medical Education will have an additional
information field: “Proctored Type”.
*RV Medical Education events are only to be
entered by SSRs.*
Management Rhythm tasks are only to be created
by DSLs.
Task Types:

5. Creating a New Activity or Task from an Opportunity
You can make a new activity much faster if you create the activity directly from the opportunity.
See steps below.
Step 1: Click on the opportunity that you want to create an activity.
Step 2: Click on the second grey button that reads, “open activities” when hovered upon.
Step 3: Select either “New Appt”.
Step 4: You will then see the Appointment Information appear with the Facility, Opportunity, and
Owner name already filled in for you. You then fill out the rest of the information that is needed
(including the primary contact) and save the appointment.

6. Leads Management
A lead within AXIS is any potential prospect that is provided to the rep from other sources such
as a society event, website inquiry, referral, etc. Leads can be submitted by internal employees
by emailing the inbox leads at wright.com. The expectation when receiving a lead is for the rep
to quickly engage with that particular contact. The lead process is as follows:
Step 1: The lead is entered into AXIS and assigned to the DSL based upon geography.
Step 2: The DSL assigns the lead to the appropriate rep within their district.
Step 3: The rep makes contact with the lead.
Step 4: Based upon the conversation with the lead the rep will then either archive if no viable
business is determined or convert to an opportunity to continue to be worked.
NOTE: When a lead goes without being archived or converted an escalation process will begin
notifying chain of management where no action has been taken on that lead.
How to convert a Lead:How to reassign an owner to a Lead:
How to archive a Lead:
Click “Archive”.
Step 1: Click the looking glass beside the
owner’s full name.
Step 2: When the search box appears, search
for the rep or DSL by last name.
Step 3: Click on the blue select link of the
person you want to reassign.
Step 1: Always make sure “Use Existing
Facility” is selected.
Step 2: Search or and select a facility.
Step 3: Always make sure “Use Existing
Contact” is selected.
Step 4: The contact identified on the
Associated Contact field should
transfer over.
Step 5: Always make sure “Auto-Create
New Opportunity” is selected.
Step 6: Fill in the remaining fields which
will map over to the new opportunity.
Step 7: Click save.

7. Facilities Tab
The facilities tab allows users to view sales information for each facility. The sales information that
users can access is a 14 month rolling sales history report. Users can also view information such as
the phone number or address for a facility. All of the “Additional Information” is pulled directly
from JDEdwards; therefore, this information cannot be edited by users.
Related Information
When clicked on, the icons highlighted by the
green box (see image above) allow users to
quickly view: sales orders, contacts,
opportunities, and facility team members that
are aligned to the facility. You can also view
open/completed activities for the facility.
Click on “All Facilities” to see a list of all of the
facilities that your team has business at. Click on
the name of the facility to see the information on
that facility (order history, address, etc.)
Sections highlighted in yellow
can be edited by users: # of FTA
Surgeons, Main Phone/Fax #.
Additional Information
Here users can see the facility
address and the facility JDE #.
This information cannot be
edited because it is pulled
directly from JDEdwards.
Biologics Information:
The Field Biologics Team can edit the
Biologics information. While this
information cannot be edited by
everyone, it is still visible to all users.

8. Contact Tab & Contact Records
Use the contact tab to create new contacts, look at recently viewed contacts, and see your
personal and team contact information. You can also view surgeon records (pictured below).
Click on “CLICK HERE” beside Surgeon Sales History report to see charts
and graphs that represent the surgeon’s sales history in the three
different product areas (core FTA, FTA TAR, core Bio, and Augment) for
the previous and current year.
*You cannot edit the “Contact Information” section because
this information comes from JDEdwards. You also cannot create
a new surgeon contact.*
Fields highlighted in yellow
can be edited by users.
(Phone, Email, HCP Status,
Residency, and Fellowship)
Fields highlighted in red can
ONLY be edited by their
marketing groups.
Creating a New Contact
To create a new contact click on “New” by
“My Recently Viewed Contacts”. Then type
in the contact information for the individual.
After you have completed these fields, click
“Save”.

9. Opportunity Management
The Wright Sales Process has been embedded into AXIS to facilitate the field in identifying and
closing new business through the sales funnel. Creating opportunities is a standard business
practice for the field. Opportunities help
users keep track of their goals and
growth as well as obtain new business.
All Sales Reps should have a minimum of
five open opportunities at all times.
What is a sales funnel?
A sales funnel is a collection of business
opportunities that a Sales Rep or District
Sales Leader (DSL) is actively pursuing in
order to achieve quota in their territory
or district. The sales funnel is managed
through AXIS functionality via the opportunities feature. All Sales Reps and DSLs are expected to
have an updated sale funnel at all times to reflect their open opportunities.
Expectations for All Sales Reps and District Leaders
All Sales Reps should have a minimum of five open opportunities.
Sales funnels should be updated weekly. By each Monday at 8:00am CST, all opportunities
should be updated with new information as part of discovery from the previous week. For
example:
o Ensure that the opportunity is in the proper sales stage according to where it is in the
Wright sales Process
o Target Close Date should NEVER elapse and always be up to date according to how
the opportunity is progressing sales funnel.
o Update the expected monthly revenue as you continue to learn more about the
opportunity.
o Identify the next steps to be accomplished in order to progress the opportunity to the
next sales stage.
o Identify an opportunity as closed/won when the stated Single Sales Objective and
expected monthly revenue has been achieved.
o An opportunity should be identified as closed/lost at any point in the process if the
business is not achievable at this time.
District Sales Leaders should always be aware of the targets in their districts and what their
reps are actively pursuing.
District Sales Leaders should enter all management rhythms as they are planned and
completed.

10. Creating a New Opportunity
Below are the steps to creating a new opportunity in AXIS.
1. Go to the “Opportunities” tab and click on “New”.
2. Opportunity type: Using the drop down menu, select if the opportunity is surgeon or
facility centric.
3. Single Sales Objective: Type in the text box a brief description. “Ex: Dr. Zapf, Infinity”
4. Facility: Click on the looking glass beside the text box
to find a facility.
o Type in the first few letters of the facility name
in the text field then click “Go”.
o Once you have found the correct facility, click
“Select”.
5. Sales Stage: Use the drop down menu to reflect where the opportunity is in the Wright
Sales Process.
6. VAC Status: Use the drop down menu to select where the opportunity is in the VAC
Status.
7. Targeted Close Date: Use the calendar icon to select the targeted close date.
8. Owner: Use the looking glass to search for the name of the owner of the opportunity.
9. Product Line: Select the product line: FTA Core, FTA TAR, Biologics, or Upper Extremity.
10. Monthly Revenue: Project the monthly dollar amount expected to be gained by
obtaining the business descried in the SSO. This is a currency field.
11. Reason Won/Lost: Provide a reason why the business was won or lost. This is only to be
completed once the opportunity has closed.
12. Next Step: Use this area to write notes and reminders for the opportunity.
13. Competitor: Identify the competitor that currently has the business stated in the SSO.
14. Description: This is a large text field to keep personal notes and to keep the opportunity
activity up to date.
15. Save: Click “Save” to finish creating the new opportunity.
Creating an Opportunity View Saved Opportunity View

11. Adding a Contact to a
Surgeon Centric
Opportunity
Once a new surgeon centric
opportunity is created and saved,
the user can then add a surgeon
contact to the opportunity. To do
this, simply click on the third grey
button that appears on the right
hand side of your screen. This will
open up the contact section of the
opportunity where the user can
click add. A new screen will appear
to allow the user to click on the
looking glass to find the name of
the surgeon contact. Use the drop
down menu to select the buying
role. Lastly, click “Save” to finish
adding the contact to the
opportunity.
To find a contact, click on the magnifying glass and then
type in the name of the person you would like to align the
opportunity to. Make sure that your contact list is set to “All
HCP Contacts” and your book is set to “All+”.
Click on the icon of the books to make sure
you’re searching for “All” users.
Use the drop down menu under “Buyer Role”
to make your selection as to how you want
this contact classified.

12. How to Add Team Members to a Closed Business Tracking Opportunity
1. Click on the Single Sales Objective that you would like to add team members to.
2. Scroll down to the bottom of the opportunity information.
3. Under “Opportunity Team” click “Add users”.
4. Use the looking glass to find the user’s name that you would like to add to the team.
5. Under the “Team Role” section, select “Owner” on the drop down menu.
6. Under the “Opportunity Access” section, select “Full” on the drop down menu. Then click
“Save”.

13. Definition of Opportunity Fields
Opportunity Type: Identify whether the opportunity is facility or surgeon centric.
Single Sales Objective: Provide a brief description of the business that is being pursued. The proper format
should have the name of the surgeon/hospital followed by the product focus. (Example: Dr. Tim Jones,
Infinity)
Primary Contact: This field is to be used for surgeon opportunity types and can only be populated by
associating the HCP contact record to the opportunity.
Facility: Identify the account where the business opportunity exists.
Sales Stage: Determine and update the sales stage to reflect where the opportunity is in the Wright Sales
Process.
VAC Status: When introducing new products to an account, provide the status of the Value Analysis
Committee as it goes through the approval process. The marketing department uses this information so it is
very important that you update this information.
Target Close Date: Indicate the date when the rep expects to close this opportunity based upon the stated
SSO and expected monthly revenue. This date can change throughout the sales process but should always
be updated and never elapse.
Product Sub Type: When available, select the appropriate product grouping within the Product Line.
Monthly Revenue: Project the
monthly dollar amount expected
to be gained by obtaining the
business described in the SSO. This
text box is a currency field.
Therefore, type in numbers for
desired amount and it will convert
automatically into a currency
format. This amount does not
represent the revenue Wright is
currently receiving from this
doctor and facility.
Reason Won/Lost: Provide a
reason the business was won or
lost. This field should only be
completed once the opportunity
is closed.
Product Line: Differentiate the
opportunity between the 4 product lines. Limit the opportunity to one product line. A doctor or facility can
have multiple opportunities if multiple product lines are being pursued.
Competitor: Identify the competitor that currently has the business stated in the SSO.
Owner: Identify who owns the opportunity. Ownership can be transferred from user to user.
John Doe

14. NOTE: Click on the blue hyperlinked text to see the
opportunity that the Closed Business Tracking is aligned to.
Closed Business Tracking (CBT)
Closed Business Tracking allows users to keep up with closed/won opportunities either facility or
surgeon centric. Users can select the specific period for which the close took place. This chart
allows you to see the facility or surgeon name, owner of the opportunity, product line, targeted
and actual close date, expected revenue, baseline average, month sales (1-3), the post close
average, and the closed business tracking amount. The “Targeted Close Date: is what you
selected to be your close date. The “Actual Close Date” is time stamped when the user actually
closed the opportunity.
How Closed Business Tracking Works
The closed business tracking report looks at four different
key attributes of the closed/won opportunity:
1. Opportunity type: The opportunity type will
determine whether the report will look up sales
based upon the associated facility or surgeon.
For example, if the opportunity is surgeon centric
then all sales that are related to the surgeon
contact will be reported.
2. Facility/contact record: All sales will be related to
the appropriate facility or surgeon record.
3. Product line: Based on which product line is
selected on the opportunity, only those sales of
that product line will be pulled in for reporting
purposes. For example, if FTA TAR is selected as
the product line only items sold that are
identified as FTA TAR will be associated to that
opportunity’s CBT.
4. Actual Close Date: The actual close date will
determine which months are used for reporting
of sales for the closed/won opportunity
John Doe
CBT Example
Let’s use the example of an opportunity that
closed/won on April 14, 2016. The baseline
average will be determined by looking at the
sales for the previous three months (January-
March) of that facility/surgeon in the particular
product line. As the next 3 months progress, the
CBT report will display the sales for that
closed/won opportunity. The upcoming 3
months of sales(May-July)those monthly sales
will be shown individually in the month 1,2, and
3 columns. The post close average will be
calculated while the next three months of sales
continue. Once the third close month of sales is
complete The post close average will no longer
i[update. The close business tracking column
will subtract the baseline w average from the
post close average in order to determine how
much revenue was influenced by the close of
the opportunity.

15. Note: Reports may only show you the first 25 records. To see up to 10,000 records
simply click the arrow with the “*” beside it.
Sales Reporting
AXIS has different sales reports that users can view to easily see their own personal sales data.
The available reports and lists provide users with viewable and exportable data related to their
sales opportunities. If you click “Download” for any report, it will convert the data into an excel
spreadsheet.
Pending Sales Report: shows users their pending POs and POs received. “Pending PO”
means that no PO has been entered into JDEdwards yet. “Received PO” means that
customer service has received and entered the PO into JDEdwards; it is now awaiting a
nightly sales update process in JDE.
Daily Sales Flash Report: gives users a quick snapshot as to how their sales for the current
quarter and month are going. This report also has a drop down menu that allows users to
choose which product line they would like to view.
Performance to Quota (Month) and Performance to Quota (Quarter): This report is updated daily
and it shows the user how well they are preforming against the quota number
At the bottom of the chart, you have the option to
refresh, download, or get a more detailed report.
Click on the “Owner” name to
choose between “Product Line-
Rep View” or “Facility View”.
Click here to see “Prior
Month/Quarter Quota
Performance”.

16. Augment sales by month: allows users to see their personal Augment sales by month.
Users can click on the name of the facility or the owner name to obtain more information
about Augment sales.
.
Order Search Tab: Users can look up the order data that they own by clicking on the “order
search” tab under the “WMT Team Territory” category.
Performance Overview: Click “Sales Performance”. This tab will show the user a chart with
all of their sales for the given year.
Click on a facility name to see a detailed report for that
facility or click on “Facility Name” header to see all the
detail for all facilities.
After clicking “Go”, a detailed table will be formulated. This table shows:
facility and surgeon names, order number, order line number, invoice
date, quantity, descriptions, order type, and total line sales price.
John Doe
Click on the name then click “Next Prompt”. Choose the dates to view the
desired sales history by using the calendars beside the boxes. Click “Go” and a
report will be formulated.
Select “WMT Team Territory” then click “Sales Performance” tab. A chart will then appear that
shows the current year overview and also a chart that shows the previous year sales performance.

17. FAQ
Q: I have a team of four people and I would like everybody on that team
to see the same information. Is there any way I can do that?
A: Yes, all team members have access to the records associated with that
team. Your team has access and edibility to contacts, facilities, sales history, etc.
Q: Why can’t I see any graphs on AXIS?
A: Ensure that you are using a browser that supports flash graphics. For example, Safari on a
Macbook will not display any graphs in flash, but Chrome will. If you are using a
tablet/smartphone, you can download an app called, Puffin, which costs $3.99. This app is a
browser that will support flash on mobile devices.
Click HERE to download Puffin
Q: Why won’t my opportunity save?
A: First, check to make sure that all required fields are complete. The facility name field must
always be looked up by using the looking glass to the right of the field. Please do not type in the
name into the field. Also, the monthly revenue field should only have numerical characters
because it is a currency field.